How would you like to implement a process where your prospects actually know who you are by the time you get them on the phone?
Now, you may say that this is impossible — but it’s not. In fact, most salespeople are making life harder on themselves by just banging out the phones and not utilizing every tool they have available to them.
In this video, I’m going to show you 5 easy steps to set more appointments and turn cold calls into warm calls. Check it out:
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Set More Appointments Tip #1: Create a targeted leads list.
If your leads list isn’t high quality, then it doesn’t matter if you’re the greatest salesperson on the planet. If you’re selling to the wrong list of people, you’re in trouble. This is why I recommend you use a specific company search to really understand the DNA of your best customer. Use a search tool, such as a leads list company or LinkedIn, to perform a search on your ideal customer. Try to find out: What’s the industry, the revenue, the best contact title? If it’s on the consumer side, what’s the age of the person, their typical income, their home value?
One of my favorite tools for mining leads in a prospecting campaign is Salesgenie. You can get all of your prospects and the best data about them from within their platform. I’ve worked out a very special deal with Salesgenie to give you a 30-day free trial with unlimited access to their tool, unlimited access to their leads. This is normally a 3-day trial only, but with my special link you get 30 days. You’ll receive a free customer analysis, access to the tool, and ultimately, free leads. One of the cool things that you’ll get access to is a special onboarding team who will help you get your work set up. This is awesome stuff. Just click this link to get easy access to a free 30-day trial of Salesgenie. You don’t want to miss out on using this really simple tool. This is a limited time offer!
Set More Appointments Tip #2: Map out your entire prospecting campaign.
There is no more winging it. Too many salespeople are just making up their sales prospecting process as they go. It’s time to get a clear visual of the entire process. Lay out the entire prospecting process so you know exactly what you’re going to be doing at each point. When you’re taking a prospect through the prospecting process, you want to know exactly what’s going to happen at each step, whether it’s making a call or sending a very special offer by email, or sending something by direct mail. Whatever it is, map out exactly what that process looks like.
Set More Appointments Tip #3: Map 20+ touches over the course of a month.
The data shows that most salespeople are giving up way too soon with their prospects. In fact, some of the most recent data shows that it requires about 18 touches to get an appointment. That means you really need to stay organized. You need to follow your map, and I recommend that you stay within an existing system. Whether it’s your CRM system or it’s the Salesgenie tool, stay there and follow your process.
Set More Appointments Tip #4: Use all of your tools.
A lot of salespeople get really focused on using one tool or another. Maybe they’re making just phone calls, or they’re only sending emails. But in this day and age you have a suite of so many different tools available to you. You want to use everything at your disposal. You want to have a system of reminders that are going to basically kick you in the butt to get you to take that next step.
Now, within a tool like a Salesgenie, you have access to features like dialers, so you can make your calls, send out your voicemails, and send out your emails by using simple templates — whether it’s a one-to-one email using canned but personalized templates, or an entire email campaign. Make sure you’re offering something of value every time you email a prospect, though.
Direct mail is another powerful tool. You can send a letter, postcard, or package. You can also use LinkedIn to reach out to prospects, make a connection request, or send an inmail. You can be doing things like display advertising and banner ads. Now, you may not have access to that level of sophistication, but you want to use every tool at your disposal. The advantage here is that, by using all of these tools together, by time you get prospects on the phone, they already know who you are.
Set More Appointments Tip #5: Repeat, repeat, repeat, and repeat again.
This is not a one-off process. Stay within your chosen system so you can continue to update your leads list and reach out to new people. Keep notes within your system on exactly what happens within each interaction. I know this sounds really technical, but it’s so important. How are you tracking your prospects and making sure that you’re using whatever tool it is to its absolute fullest?
One of the things I really love about Salesgenie is that managers can actually assign leads to different salespeople to stay really organized within the system. So, be sure to get your free trial with Salesgenie. You can get all of your prospects and the best data about them from within their platform, and you can stay there for all of your prospecting.
So, there you have it. Those are 5 easy steps to set more appointments, ultimately turning cold calls into warm calls. I want to hear from you. Which of these ideas do you find most useful? Be sure to share below in the comments section to get involved in the conversation.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.